A subtle change in the approach your sales people take can dramatically improve their results.
Today, we’re going to talk about the power of one word. Years ago, I built a sales organization in the technology training industry. We advertised to make the phone ring for our sales people. The only acceptable outcome from the inbound call was scheduling an appointment with the prospect. That was the only acceptable outcome!
Interestingly, we could draw a line down the middle separating those sales people who did it tremendously well and those who failed miserably at it. When we listened to those who did it well, here’s what we heard. “The way we begin the process with all of our prospective students is with an interview…” When we listened to those who struggled…same point of the conversation… “Typically, we begin the process with an interview…” What was the new word? Typically! What does “typically” mean? There are other ways! Imagine the prospect responses… “Can you fax, email, or send me the information?” As soon as we got typically out of their vernacular, they performed just like the others on the team.
What are your sales people saying that makes it even more difficult to sell?
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.